Effective Field Sales Coaching (EFC) is a program that helps field managers improve sales results by changing behavior that drives those results. The program focuses on teaching the skills for planning, structuring and supporting developmental plans to prepare the field managers in conducting efficient coaching conversations that encourage a collaborative exchange of thoughts with their sales people. The goal of a collaborative approach is to teach sales people how to think for themselves and develop the ability to evaluate their own performance. This system allows the field manager to obtain the salesperson’s buy-in – agreement with the field manager’s point-of-view. This promotes real development on the part of the salesperson, as opposed to mechanical compliance obtained with the usual directing style of supervision.
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